Free PDF Quiz 2026 Valid CIPS L5M15: Valid Braindumps Advanced Negotiation Book

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CIPS L5M15 Exam Syllabus Topics:

Topic	Details
Topic 1	Understand negotiation relationships and ethics: This section of the exam measures skills of Supply Chain Professionals and covers the role of relationships, trust, and ethics within negotiations. It explains how honesty and long-term partnerships contribute to effective outcomes and examines how situational assessment affects negotiation tone and results. The section also introduces ethical considerations, including the differences between positional and principled negotiation, separating personal factors from issues, and pursuing win-win solutions. It highlights the importance of cultural sensitivity, transparency, and the avoidance of unethical practices such as bribery, corruption, or fraud within professional negotiations.
Topic 2	Understand the key stages which impact on the negotiation process and outcomes: This section of the exam measures skills of Procurement Managers and covers the major phases of negotiation, from preparation to conclusion. It includes understanding how pre-negotiation planning influences success, analyzing whether to negotiate individually or as a team, and preparing with clear objectives, strategies, and intelligence. It also explores structuring a negotiation agenda, applying effective negotiation tools and tactics, handling concessions, understanding opponent motivations, managing deadlocks, and ensuring successful conclusion and documentation of agreements. Post-negotiation focus is on implementing agreements, selling outcomes to stakeholders, and monitoring performance for continuous improvement.
Topic 3	Understand methods and behavioural factors which can influence others: This section of the exam measures skills of Category Managers and covers the influence of behavioural and interpersonal dynamics in negotiation and collaboration. It explores methods to influence individuals and groups by building trust, creating alliances, and managing conflict, ambiguity, and resistance effectively. Learners examine how attitudes, motivation, and organisational behaviour affect outcomes, including the influence of leadership style, empowerment, participation, and communication. The section emphasizes understanding how organisational structures and informal networks shape negotiation power and decision-making processes within procurement and supply environments.

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CIPS Advanced Negotiation Sample Questions (Q63-Q68):

NEW QUESTION # 63
What is meant by thePower Approachto negotiation?

A. More relative power means the negotiator can be proactive rather than reactive
B. Agreements are made on mutual interest
C. Relationships based on power should be discouraged
D. Inequality of power is a barrier to close relationships

Answer: A

Explanation:
Following Andrew Cox,relative powerstrongly shapes sourcing outcomes;greater buyer (or supplier) powerenables a moreproactivestance in shaping terms and managing the relationship. Power asymmetry does not automatically preclude close relationships.
Reference:CIPS L5M15 - The Power Perspective in Buyer-Supplier Relationships (Domain 2.2).

NEW QUESTION # 64
In preparing for a negotiation, an analysis of overall strategy can result in improved tactical planning and a better overall outcome. Is this statement TRUE?

A. No - tactics are achieved following the strategy.
B. Yes - strategy flows from the tactics.
C. Yes - to develop a negotiation strategy you should consult with key stakeholders before deciding on tactics.
D. No - tactics are a high-level plan designed to achieve a long-term goal.

Answer: C

Explanation:
Developing negotiation strategy requires stakeholder consultation to align the negotiation with organisational objectives. Strategy defines direction; tactics are the methods used to achieve it. Planning strategy first ensures tactics serve long-term goals effectively.
Reference:CIPS L5M15 -Negotiation Strategy and Tactics.

NEW QUESTION # 65
When a discussion is being driven by a consideration that has not been openly disclosed, leaving one party disadvantaged, this is known as what?

A. Lack of confidentiality
B. Hidden agenda
C. Favouritism
D. Exaggerated claim

Answer: B

Explanation:
Ahidden agendainvolves unspoken motives or objectives influencing negotiation behaviour. Transparency and open communication help avoid mistrust and unfair advantage.
Reference:CIPS L5M15 -Unethical Behaviour in Negotiation: Hidden Agendas.

NEW QUESTION # 66
Which of the following is a disadvantage of apositionalapproach to negotiation?Select TWO.

A. It allows the other party to know what you wish to achieve.
B. Individuals can become rigid and entrenched.
C. It always leads to a win-lose outcome.
D. It allows for little flexibility.

Answer: B,D

Explanation:
Positional bargaining starts with fixed opening stances and trades concessions from those stances. This often reduces flexibility and can make participants defensive or entrenched, inhibiting creativity and joint problem- solving.
Reference:CIPS L5M15 - Approaches to negotiation: Positional vs Principled.

NEW QUESTION # 67
Research by Meredith Belbin into team roles and predicting success showed that the most successful teams had which of the following characteristics?

A. A successful team requires different people to play different roles.
B. A successful team must have a clear leader.
C. A successful team should have nine people.
D. A successful team needs highly intelligent people.

Answer: A

Explanation:
Meredith Belbin's research found that high-performing teams have a balanced mix of complementary roles rather than simply highly skilled individuals. The nine Belbin roles (e.g., Plant, Coordinator, Implementer, Completer Finisher) reflect diverse strengths that, when combined, improve overall team performance.
Reference:CIPS L5M15 -Team Roles and Effectiveness(Belbin's Team Role Theory).

NEW QUESTION # 68
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Free PDF Quiz 2026 Valid CIPS L5M15: Valid Braindumps Advanced Negotiation Book

CIPS L5M15 Exam Syllabus Topics:

CIPS L5M15 Practice Test: Tips and Tricks from 2Pass4sure

CIPS Advanced Negotiation Sample Questions (Q63-Q68):

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